Copy of sales person performance appraisal

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Transcript of Copy of sales person performance appraisal

sales personperformance appraisalThank you for your attention!To ensure that compensation and other rewards are consistent with actual salesperson performanceTo identify salespeople that might be promotedTo determine the specific training and counseling needs To provide information for effective human resource planningTo motivate salespeople...Outcome-Based PerspectiveFocuses on objective measures of results with little monitoring or directing of salesperson behavior by sales managers

Especially useful in evaluating behavioral and professional development criteria

May be filled out by customers

Disadvantage is providing evaluations that discriminate insufficientlyMethods: Ranking MethodsRank all salespeople according to relative performance on each performance criterionThese methods force discrimination as to the performance of individual salespeopleMay be complexRankings only reveal relative performance evaluationMethods: Objective-Setting MethodsManagement By Objectives (MBO)

Mutual setting of well-defined and measurable goals within a specified time period.Managing activities within the specified time period toward the accomplishment of the stated objectives.Appraisal of performance against objectives.Methods:Behaviorally Anchored Rating Scales (BARS)Links behaviors to specific resultsSalespeople are used to develop performance results and critical behaviorsPositive feedback about behaviors may be more affective than positive output feedbackPerformance Evaluation BiasOccurs when a manager’s evaluation of a salesperson is affected by considerations other than the specified criteriaCommon sources of bias:Personal relationshipsPerceived difficulty of territoryImpression managementHalo effectOutcomes biasFramework for Using Performance InformationCompare Salesperson Evaluations to Identify Problem AreaInvestigate Problem Areas to Identify Causes of Performance Problemsdefine criteriaDetermine Sales Management Actions to Eliminate Causes of Future Problems and to Solve Existing ProblemsEvaluate Salespeople against Relevant Performance Criteria(cc) image by nuonsolarteam on FlickrCompany introductionname:Pakhsh shadab shomalFounded:1382 by Mr.fallahBusiness:proccessed Food & hygiene goods distributionnumber of emplyees:31number of salesman:10Geographic coverage:Mazandaranrepresentative of Shadab Khorasansalesman performance appraisal in Shadab Co.Business process of Shadab Shomalshadab shomal is sole representative of some producers in food & hygiene industry, meanwhile it also sells other producers' goods.the company owns a warehouse to stockpile goods.customers of shadab shomal includes retailers, supermarkets, chain stores and ...each salesman is authorized for a given area of geographical territory.the company possesses three lorries for delivery free of chargeWe have implemented a combined approach to performance appraisal: behavior and profitabilityprofitability approach:

1.setting standards: we first figured out the average sale of each area in last three years period. Next we compared current annual sale with previous annual sale to determine probable increase or decrease in sale. The result was expected standard amount of sale in each area.

2.comparing performance with standards: in this stage, we confront real sale of individual with expected sale in each area to determine surpassing of standards or falling behind.

3.computing ratio: we calculate total amount of surplus/shortfall and then compute ratio of surplus/shortfall amount of each individualBehavioral approach:

1.determining scores: we applied checklist method including behavioral criteria and then we asked sales supervisor and some of customers (randomly chosen) to rate the individual in each criteria.

2. computing ratio: we calculate ratio of each individual score to total scores.Combination of approaches:

Total score of each person includes weighted sum of two calculated ratiossergersgr